OVERVIEW

Rapid global and economic changes have significantly lowered business barriers to entry. This has led to an increasing number of competitors vying for the same market and target audience. With organisations allocating ever more resources in their strategies and channels, a critical stage to determine whether a deal is clinched is the manner in which the negotiation and communication process were handled.

This dynamic aspect cannot be undermined as we interact with internal and external stakeholders, business-to-business customers (B2B) or end-user customers (B2C). Achieving sustainable success and building differentiated memorable relationships rests largely on how we manage our business engagements.

This programme is designed to provide participants with the knowledge and techniques to becoming a master negotiator. You will learn the art of making deals whilst using a variety of tools to creating and enhancing mutual value with your customers.

OBJECTIVES

Negotiation tactics and frameworks: Essential tools and approaches for both capturing and creating value, negotiation planning frameworks, and tactics for opening the negotiation, countering, responding optimally, and BATNA/WATNA.

Persuasion Skills: practice techniques for presenting your position, and your request, optimally so that parties are more likely to say “yes” to your request. Techniques include how to build common ground, appeal to likeability, build trust, and how to make a more effective concession.

TOPICS

Capturing value

Tools and frameworks for negotiation

Techniques to increase value and the size of the pie

Persuasion techniques

Techiniques to limit cognitive bias

Techiniques to avoid classic landmines

Case role play and debrief

WHO SHOULD ATTEND

Professionals with managerial and/or stakeholder management responsibilities where negotiation, confliction resolution and influencing others plays a key part in business deliverables.

DURATION

9am to 5.30pm, 2 days

FACILITATOR

Prof. Michael Netzley
PhD University of Minnesota

Michael is an international executive development professionalwhose career has spanned leadership consulting, business school faculty, and entrepreneurship. A multi-award-winning facilitator and writer, his work focuses on:

For his efforts, Michael has been honored with the Champion’s Award from the Central and Eastern European Management Association for innovative learning approaches, and also the Best Case Award in entrepreneurship from EFMD – The Management Development Network. His work with early adoption of 2.0 technologies in learning has been featured in the New York Times and also MIT’s Technology Review.

FEES

This programme has been approved for the Absentee Payroll Funding. The Human Resource department of individual participant will be required to process the Absentee Payroll and any additional funding that the participant is eligible for, no later than 30 days after programme commencement.